Immunizing Children Against the Negative Effects of Reward

Abstract

Two studies were conducted to examine the effect of intrinsic motivation training on children's subsequent motivational orientation and creativity in an expected reward situation. Past research has demonstrated the overjustification effect: Children who work on an interesting task in order to obtain a reward demonstrate lower subsequent intrinsic motivation than do children not working for a reward. Other studies have shown similar negative effects on creativity. The primary hypothesis of the present research was that the usual overjustification effect would be counteracted by directed discussion sessions focused on intrinsic reasons for working in school and explicitly dealing with ways to cognitively distance oneself from the reward contingency. Both studies provide partial support for this hypothesis. In fact, children receiving the intrinsic motivation training seemed to later treat reward as an actual augmentation of intrinsic motivation. Possible mechanisms for this phenomenon are discussed, including the role of individual difference variables such as self-esteem.

How should nonprofits design compensation systems to attract and retain talent?
GiveDirectly is a respected charitable organization with an unconventional approach. Instead of spending on traditional aid programs in areas such as health care and food access in developing countries, GiveDirectly transfers cash directly to the poor. As experiments have shown this approach to be an effective and efficient way to improve recipients’ life satisfaction, the organization has attracted considerable attention among donors and the media.
Now, GiveDirectly is looking to grow, and it is contemplating how best to recruit talented employees and keep them motivated. In addition to offering salaries competitive with the private sector, GiveDirectly is considering linking employee compensation to organizational goals regarding the amount of cash transferred—an unusual strategy for a nonprofit.